Director of AMS Sales

Role Overview

• Own overall SaaS revenue growth across retention, expansion, and new logo acquisition in alignment with ARR objectives.
• Define and execute a top-of-funnel strategy in partnership with Business Development Representatives (BDRs), Field Marketing, and Product to ensure 3–4× qualified pipeline coverage in alignment with ARR growth targets.
• Develop and execute a strategic enterprise sales plan to achieve and exceed quarterly and annual ARR targets.
• Own the full sales cycle — prospecting, discovery, business case development, solution qualification, and contract negotiations.
• Build and manage executive-level relationships across IT, security, legal, compliance, and procurement functions to influence decision-making and ensure long-term partnership.
• Drive new logo growth through disciplined territory management, precise pipeline forecasting, and consistent execution.
• Lead cross-functional deal orchestration involving Platform Engineering, Product Management, and Legal to deliver tailored compliance solutions that align to customer goals.
• Conduct executive briefings, demos, and presentations articulating the value of our compliance platform for data discovery, retention, and governance.
• Translate complex regulatory and data governance challenges (e.g., GDPR, HIPAA, CCPA, ISO 27001, SOC 2) into tangible, technology-driven business outcomes.
• Maintain CRM discipline and ensure accurate pipeline visibility, forecast predictability, and data integrity.
• Mentor and develop a team of Account Executives and SEs as the sales organization scales.
• Serve as a voice of the customer to influence product roadmap and ensure solution alignment with market needs.
• Lead competitive takeout campaigns and proof of value engagements to establish market leadership.

Requirements

• Proven track record of driving net-new enterprise SaaS revenue, ideally within data compliance, data governance software.
• 10+ years of SaaS experience, with 7+ years in enterprise sales leadership roles.
• Demonstrated success building and executing sales strategies that deliver consistent ARR growth and logo acquisition.
• Deep understanding of data compliance frameworks and enterprise data governance ecosystems.
• Strong executive presence and ability to engage, influence, and build trust with C-level decision-makers.
• Strong grasp of forecasting discipline, pipeline metrics, and deal qualification frameworks.
• Expertise in complex deal negotiation, multi-stakeholder selling, and ROI-based solution positioning.
• Adept at leading in matrixed environments, collaborating across product, marketing, and partner teams.
• Excellent verbal, written, and presentation skills with the ability to translate technical value into business outcomes.
• Experience with CRM systems and modern sales enablement tools.
• Entrepreneurial mindset — thrives in high-growth, fast-paced, agile SaaS environments.

Benefits

• healthcare
• life insurance
• disability benefits
• 401(k) plan and company match